AddressDescription
Staples is business to business. You're what binds us together.
Prospects within defined territory to pursue two main responsibilities: penetration of existing accounts by winning net new sites. Responsible for ramping and onboarding accounts to further expand our customer base. It is a high velocity sales position that leverages a prioritized action list to drive engagement activities and then manages their opportunities through the sales funnel. Requires strong collaboration with Account Management to build strategies for site acquisition; new site targets will be passed by Sales Ops and occasionally selected in partnership with Account Management. Expected to travel to meet clients face to face & effectively use remote methods (phone/internet) to maintain and grow sales relationships within owned geographies.
What you'll be doing:
· Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities
· Effectively partner with Account Management to determine site hunting strategy within existing accounts
· Effectively partner with GPO FSDs to understand contractual complexity and refine net new logo strategy within the Complex segment
· Travel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchy
· Develop expertise on contract & coop availability within designated geographies
· Influences on the spot pricing decisions in order to cultivate a seamless customer experience
· Manage sales funnel to close opportunities
· Effective Selling Skills: Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products, and assortments including all categories. Capable of overcoming objections and closing the sale
· Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC)
· Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won
· Implements and ramps wins driving compliance to new account/program
· Expertise of prospect industry buying process' and ability to support product selection and standardization
· Experience in Education, State & Local beneficial but not required
· Brings in over $750K / year in revenue
· Create sticky accounts which will continue to purchase from Staples
· Executing strategies defined by Senior Leadership Team
· Integrates feedback from prospects into their sales approach
· New customer assortment and pricing
· Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams
· Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner
What you bring to the table:
· Strong drive and a desire to win
· Strong aversion to complacency
· Proven ability to view rejection as a learning opportunity and double down on next best actions
· Experience and proven track record of business development
· Strong ability to develop and deliver presentations virtually and in person
· Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
· Ability to work with product category sales team members
· Strong business, financial, operations and technology acumen
· Ability to analyze business and industry trends to create tailored solutions for prospects based upon Staples value proposition
· Ability to function independently with minimal daily supervision
· Ability and motivation to find, develop, and close sales
· Demonstrated work ethic, self-disciplined
· Ability to succeed in a competitive selling or goal-oriented environment
· Ability to be coached and to incorporate feedback
· Professional appearance and demeanor
· Strong organization and time management skills
Qualifications:
What's needed- Basic Qualifications:
· 1-3 years of successful sales experience or success as a Staples B2B Sales Associate
· 1-3 years experience in PowerPoint, Excel, and Outlook
What's needed- Preferred Qualifications:
· Bachelor's Degree
· Knowledge of Customer Relationship Management tool (CRM)
We Offer:
· Inclusive culture with associate-led Business Resource Groups
· Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
· Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefits
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